Ch. 8. Instant Influence

Ch. 8. Instant Influence - Chapter 8 Instant Influence...

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1 Chapter 8 Instant Influence Fundamental Theme of Book 1. Very often when we make a decision about someone or something we don’t use all of the relevant available information. 2. Instead, we use a single, highly representative piece of the total. 3. Problem? a. Even though it normally counsels us correctly, a single piece of information can lead us to clearly stupid mistakes. b. These tendencies to use single pieces of information can be used to exploit us. 4. The pace of modern life demands that we frequently use this shortcut. a. We have neither the time, inclination, energy, or cognitive resources to use sophisticated, fully informed decision-making processes for the multitude of decisions we have to make. b. We often revert to the primitive but necessary single-piece-of-good- evidence approach. Shortcuts Shall Be Sacred 1. When those single features are truly reliable, there is nothing wrong with the shortcut approach of narrowed attention and automatic responding to a particular piece of information. 2.
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Ch. 8. Instant Influence - Chapter 8 Instant Influence...

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